Sales Pop!

MAY 20, 2023

One of my core principles is that a good sales contract, at the end of the day, hurts both sides just a little bit—not too much on one side or the other, but just a little bit on both. Account Management I do understand that when you have a lot of customers, you may need to hand one over to someone in the care of support.

Appointment 241

Appointment Education Sales Contact 241

The 5% Institute

AUGUST 7, 2023

In today’s dynamic business landscape, possessing a comprehensive set of skills is crucial for any successful account manager. The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation.

Account management 52

Account management Negotiate X-functional Cross-sell 52

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account management 52

Account management Objectives and Key Results Strategize Legal 52

Veloxy

JUNE 23, 2021

3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. What’s more, they also help implement the product and lend a hand to Account Managers when the client has technical needs. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step. Fourth, this digital automation improves account management and customer satisfaction.

Contract 55

Contract Gaming Commission Legal 55

Martech

APRIL 25, 2024

This can change many things, including price, customer service, contract enforcement and more. Your legal team should review existing contracts to see if it has any “in the case of being purchased” clauses. Sometimes the acquiring company is stricter about contract terms,” said Petersen. “I’ve Know what you need and why.

Contract 106

Contract Legal Price Technology 106

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? Too often contract cancellation (or non-renewal) comes as a surprise, but it never should. Today we can start to change that.

Customers 100

Customers Contract Cross-sell Account management 100

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. Account management it’s same work. “1 year contracts for enterprise software. Jason, ed. :

Price 126

Price Contract Referrals Contact 126

Martech

JUNE 10, 2024

Thus, they provide a large account team with clearly defined roles, including account executive, customer success manager, technical account manager, solution architect, etc. While it can take some coordination to include everyone in discussions, each account team member can more easily focus on their roles.

Niche 103

Niche Contract Clients Sports 103

Veloxy

AUGUST 17, 2022

You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds. For SMBs to Enterprise sized companies, the series of tasks can be cumbersome to sales staff, especially account managers. Thankfully, TaskRay makes onboarding new customers fast and efficient for everyone.

Appointment 147

Appointment Territory Cross-sell Contract 147

Partners in Excellence

MAY 1, 2014

The good news was we were going to get the contract. The bad news was we were going to get the contract. We could muscle our way through projects. ” Walking Away Sales As A Special Case Of Project Management What If You Sold What Customers Wanted To Buy? We’d come to a tacit agreement on price/deliverables.

Customers 122

Customers Contract Price Account management 122

Martech

OCTOBER 11, 2021

“The meeting might be going through to a salesperson, account manager or a CSM. ” Cipirani-Espineira has been in SaaS customer success throughout her career, including in senior account director and VP Customer Success roles at Cision and Medallia respectively. From account management to customer success.

Customers 107

Customers Account management Real Estate Contract 107

Sales Hacker

JULY 25, 2022

Insight into daily rep activity allows sales managers to steer their reps in the right direction and stay on track to achieve bigger business goals. Once an SDR has secured a qualified lead, they tap an account executive (AE) to give demos, negotiate contracts, and drive the deal home. Building an account manager dashboard.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

Sales Pop!

APRIL 11, 2024

At the start of a business relationship with a new account, you bring members of the sales and delivery teams together to meet with the new client to ask what’s most important to them. The contract is signed. a bad idea with new major accounts. Think about that moment. The business is won. The honesty needle points way up.

B2C 130

B2C Clients Contract Account management 130

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Don’t wait to invest in customer success and account management.

Quota 114

Quota Contract Price Growth 114

Partners in Excellence

OCTOBER 27, 2013

We may want to increase customer satisfaction, both to drive retention–perhaps we have contracts we want to renew—and to drive growth. Account planning and account plans are important. ” Then we have to look at our plans and actions to execute this part of the plan. What do we need to do to achieve this?

Account management 117

Account management Strategize Contract Contact 117

Martech

OCTOBER 12, 2021

We’ve already written about community in B2B and in the story below we hear about the evolution from account management, via customer success, to customer love, from someone who has worked through it in practice. She had previously spent time as an account manager at businesses like Cision and Medallia.

B2B 106

B2B Account management Contract Technology 106

Partners in Excellence

AUGUST 23, 2013

A well run procurement organization already has strong spend management programs in place. They have strong compliance and contract management programs in place. Account Management Communicating Competition Future Of Buying Insight Selling Learning Overcoming Crises Partnering Procurement Strategies Strategy Uncategorized'

Account management 107

Account management Contract Sales Up-sell 107

Partners in Excellence

OCTOBER 25, 2016

Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers. This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them!

Territory 102

Territory Account management Cross-sell Retail 102

SaaStr

FEBRUARY 28, 2021

My point is, it’s “easy” (relatively speaking) to get a six-figure contract in larger companies if you solve a real, painful business process problem. You may need Account Managers and a dedicated Professional Services team and sophisticated Customer Success Managers.

Product 120

Product Contract Sales Price 120

Martech

JUNE 9, 2022

Will we have a dedicated account manager and technical support? If the email marketing platform vendor answers your questions and the platform seems to meet your needs, it’s time to start checking references, speaking with existing customers, and negotiating the contract. What kind of customer support is included?

Negotiate 111

Negotiate Contract Account management Launch 111

Search Engine Land

JUNE 26, 2023

Overcoming resistance to change Leadership support communicates the importance and benefits of SEO tools to the organization, encouraging a positive attitude towards embracing innovation, facilitating change management, and navigating resistance or skepticism. Without the MSA, contract management could prove to be lengthy and frustrating.

Process 101

Process Negotiate Contract Legal 101

SaaStr

MAY 25, 2020

In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ. ” — Claire Gunter, Sr Partner Account Manager, Algolia. “Simplicity. In everything. In your messaging.

Closing 136

Closing Process Contract Price 136

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. Ron would always ask the same questions –.

Sales 123

Sales Contract Inside sales Consult 123

Martech

FEBRUARY 2, 2023

Will we have a dedicated account manager and technical support, especially with the initial migration? Questions for vendor about pricing Although not all vendors require an annual contract, many do. Once you’ve selected a vendor, be sure to get in writing a list of what technology and support are covered in the contract.

Conversion 111

Conversion Contract Follow-up Account management 111

Sales Hacker

APRIL 6, 2022

Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms. Scaling sales operations. Want to learn more about CPQ?

Cross-sell 107

Cross-sell Contract Price Finance 107

Hubspot

OCTOBER 16, 2017

Increase average contract length. Acquire “seed” accounts. Manage deal flow. The more support you expect reps to give customers (such as implementation help, account management, etc.), You can pay: when the customer signs the contract. Here are some common ones: Primary goals: Grow revenue. Lower expenses.

Commission 101

Commission Quota X-functional Non-Profits 101

SaaStr

SEPTEMBER 8, 2024

As they have scaled and gone up market, they are finding some large companies just want to use the software but move so much volume they can contract directly with the ocean carriers; so they are starting to charge those companies a pure software fee. At some point it became obvious we had to send a team out.

Non-Profits 126

Non-Profits Price Contract Start-ups 126

Engage Selling

MAY 3, 2013

KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. A company with multi-year contracts and varying usage would measure contract value versus actual contract spend, for example. Average client growth year over year.

Contract 88

Contract Quota Pipeline Sales 88

Partners in Excellence

APRIL 26, 2021

We assume they know how to get approval, how to contract, how to issue an order. They don’t know how to work with legal and contracting. We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. Or compliance, quality, logistics may need to get involved.

Customers 131

Customers Contract Legal Negotiate 131

SalesPop

MARCH 20, 2022

Ultimately the job of the CSM (customer service manager/customer success manager) is to make sure the contract gets renewed and take advantage of any upselling opportunities. This is much more than a simple maintenance role nowadays, so they have to work closely with their sales manager. Redefining the CSM Role.

Customers 98

Customers Contract Sales Account management 98

Hubspot

JULY 7, 2019

Are you a B2B account manager or sales executive who is serious about account-based sales or account-based marketing (ABM)? To win new business and grow key accounts, account managers and sales executives must become thoroughly invested in their customer’s challenges, goals, and competitive landscape.

Strategize 99

Strategize Objectives and Key Results Strategic partnership Cross-sell 99

Openview

MAY 29, 2019

Consider who in your organization will be point to collect responses and manage that process. I like to use a contracts and compliance manager for this critical responsibility. Enterprise customers tend to want these answers in writing, in their contracts, including credits for significant outages. Account Management.

Product 93

Product Sell Customers Contract 93

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". Contract questions. Never comment on a contract or proposal over email. Do you have any questions about the contract?”. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

Martech

JUNE 17, 2024

Failure to renew leads some customers to be shown the fine print in the contract they signed. They have to transition to new customer success reps and account managers, eroding the relationship and trust they built with those people. That SKU is no longer available” means “braced yourself for a more expensive package.”

Trust 115

Trust B2B Non-Profits Government 115

Martech

AUGUST 25, 2023

A new account manager that we haven’t met before, asking for money. It’s not news that some martech vendors seem more interested in getting a signature on the contract rather than genuinely partnering with their clients. “We just cancelled a SaaS product we’ve used for three years. Why we care.

Contract 98

Contract Account management Represent Clients 98

Heinz Marketing

MAY 20, 2022

Account Management. Account Executives and/or BDRs. Takeaway #4— By focusing on higher frequency upsell opportunities, companies can increase their revenue from existing accounts by more than 40%. In this way, we know which levers we can potentially pull to drive more and larger expansion deals. Customer Marketing.

Cross-sell 115

Cross-sell Customers Growth Contract 115